Boost Your Sales: Inside Our Team's Strategy Session

Hello and welcome. My name is Tavishima Aidi. I saw sales and marketing challenges and I'm making today's recording at my home, so expect to hear some interruptions in the background. Now, the goal of this podcast is to talk about business education. So please spread the word so that your friends and family members in Nigeria and abroad can benefit from the questions that we tackle. They can do that by subscribing on Spotify, YouTube, Apple, or any player of their choice.

And if you'd love to connect with me, you can call SMS or WhatsApp me on 08064662140. Now today on the podcast, we're going to be sharing a whole bunch of stuff. It's basically a meeting summary that I had with a sales team for one of my clients. It's a three man team or a three person team because it's two guys and one lady. And we discussed a bunch of things there and I figured, let me just come here, share a summary of the stuff that we spoke about so that you listeners listening right now,

you know, be able to learn a thing or two, maybe might find something of value. Then apart from that, I'm also leaving this podcast episode up. I'm going to share the link with the team later on with the three of them, Rudolph, Elsie and Shaun. So just in case you guys come across this episode, of course. Well, you will because I'll send you the link. This is also meant to be an audio summary of all the things that we spoke about today so that you guys can listen in the future and remember what we spoke about and you know, where our head was at and where we're heading to so.

The. OK. The sales team, now they're involved in solar sales. Alternative, what's it called again? Alternative, Alternative energy. Gosh, I can't remember the big name, but basically they do solar. So solar inverters, what else? NHS and industry, you know, all those sorts of stuff. So that's what they do basically. And at the beginning of our engagement, I spoke with the team and Rudolph, who I like to regard as the class captain.

That's because this is my second engagement with with them. So since he's the oldest and most experienced, you know, he's a class captain. So in my conversation with the class captain now, we agreed, or rather I tried to get a sense of where they're at because you know, whenever an Ogar calls me into an organization to run sales training or to do coaching, there's always what it is that Olga has at the back of his mind or at the back of her mind.

Now this is where we are. This is what we need to achieve. I also like to speak to the sales team to get a sense of, look, this is what Olga has told me. Now you guys like what? What do you feel like? You rich yourself? Where are you right now or where do you think we need to? Where do you think we need to be by the time we're done with this engagement? Where would you like to see yourself in all these sorts of things?

And the cast, the class Captain Rudolph and his colleagues, you know, Elsie and Cheryl, they agree that we seem to be going through this yearly thing every year around this time. You know, we're trying to, you know, I'm wondering like, how we're going to pick things up, how we're going to close out more sales. So we need to solve this problem once and for all. We need to make sure that we come up with a system that works.

So basically the key focus for the team as they see it themselves, the key focus, key focus is we just need to close more deals. That's where the sales team, that's where they think they are. So regardless of what me and your guys have discussed, the sales team, they say this is where we are and I'm glad, I'm happy. Unfortunately, it takes a while before sales people realize that, you know, we can't keep carrying on like this.

You know, I've sold in the financial services space. My sister used to sell in the bank. In fact, she used to call her own meeting, weekly, abuse meeting that the sale manager would just call all of them and abuse all of them basically. So unfortunately it takes a while, but eventually we have to wake up to that point that I can't just, we can't keep going on like this. Things have to change and so one of the things that we discussed in the meeting is this, if things are going to change and if we're going to close more deals, unfortunately there's no basic truth that we can't run away from.

We need to dedicate more time to revenue generating activities to close more deals. You know, some people say RGA, you know, don't mind them. People just like to come up with all kinds of fancy acronyms just so they can sound more intelligent. You know, RGA just means revenue generating activities. Now this is the scope behind revenue generating activities. There are different kinds of functions in the business. There are different kinds of things that people do in the business.

Let's talk about two or three. Number one, there's account maintenance. Account maintenance just means somebody is already a customer. Once in a while you call the person, you say what's up, That's account maintenance. Do you need anything else? How far, how are you doing? Do you need any help? That's account maintenance down is basic is steady in business. We need to do that to drive revenues because eventually somebody will say, hey, I'm cool, but you know, you get this kind of problem like you know when I do this, this happens that happens and.

You know, lo and behold, you might be able to help them and you don't make any revenue, but sometimes they might need an update or they might need to buy something else from you to be able to solve that problem. So that's account maintenance. Then there's also customer service. Customer service is when the customer is absolutely pissed and they call you to say, what the hell, I transferred you money, where's my goods?

The good has arrived. The thing is broken. Or The thing is here, the battery is always dying. You know, all those kinds of conversations. That's customer service. So there's account maintenance, then there's customer service, and then there's prospecting itself. Prospecting is going to go and look for new conversations to have with people, new people to talk to who might be interested in your product or service. Now this is 1 fundamental truth.

If you are the head of your own business as per you're a one man show or you're a one woman gang and you're the one who's running your business. This is the truth of the matter. Prospecting conversations, going to go and look for strangers to talk to who might be interested or more. That's hard and we can't run away from that. It is hard, hard as hell. But then account, account maintenance, talking to somebody who's already our customer, man,

that one is easy. In fact, it is sweet. It is good to call up your customers, say what's up? How now? Are you there? Happy New Year. We haven't all spoken since 2025. Have you been? How are the kids? How's your staff? How's everything going? How you guys coping in this tenable economy? Omaha, Nigeria will not kill. Also, God day. He's just, you know, you know, anything I can do to help, you know, blah, blah, blah. You know, remember your boy.

I'm lawyer. OK. Now, while later we'll talk. You caught the call. That is a very sweet and easy call to make. Account maintenance, then customer service call, customer service call, what is hard? But The thing is the customer has already called you. What will you do? Will you block them on the phone? You have to answer the call. So the truth of matter is this, since account maintenance calls are very sweet and since customer service calls are very urgent, to be honest, as the owner of the business or as a salesperson, you will wake up and you will spend all your time doing account maintenance or doing customer service because customer service is urgent.

The customer has called and the person is shouting on the phone, so you have to deal with it. Or you picked up the phone, you called the customer, the conversation was sweet, and so you continue jesting for 30 minutes. So if you do not make a proactive effort every single day to say, you know what, I will go and call on brand new people, people I've never spoken to before, You will spend all your time doing what? Doing customer service calls or doing account maintenance calls.

This is the problem. Customer service calls can lead to revenue. You know, somebody's angry, you handle it well, they impress the order some more. It can account maintenance calls can also lead to revenue because once in a while you're nothing new problem. But The thing is, customer service calls and account service calls, account maintenance calls, they rarely lead to new revenue. The one that leads to new revenue is when you go and look for new fresh blood, fresh people to talk to who might be interested in your product or service.

Also, because of one simple dynamic in business, you know, people keep talking about sales funnel, sales funnel. So let's keep that imagery in mind. You have a sales funnel. Eventually somebody becomes a customer, you know, took them inside account maintenance calls. Those are the deals are closed. Then some deals are closed, you know, they'll call you, customer service shall all join. You know, their customers are now within the system.

But the problem is there are some people, there are some deals that we didn't close. There are some deals that we forgot so we haven't touched up on them. And then there's some deals that the people just say, you know what, young man? I'm tired of hearing from you. Don't call me ever again. Block me. And in fact, maybe they block you. Now, if we spend all our times in account maintenance, if we spend all our time in customer service, where are the other calls going to come from that will be entering the funnel?

This is what happens when generally looks like we're busy. We're busy. We're busy because there's people in the funnel. But then we're not looking for new people to talk to. We're only doing customer service calls. We're only doing account maintenance calls. And one day you wake up in March and like, this phone did not ring at all. It's like March 15. This phone is not wrong. What is happening? The economy must be slow.

No, it's not that the economy is slow. We're talking about sales funnel lobby. Think of it as a funnel. People poured into the funnel. You took some people, you close some deals. Some people entered account maintenance, some people entered customer service. But nothing else was poured into the funnel. The funnel now ran dry. That is why your phone is dry. It's not as if the economy anything. Well, yes, the economy can help,

but The thing is you stop doing the prospecting calls, you stop looking for new people to talk to. That's a problem. So Rudolph Shell, LC, whoever is listening again, that is in this situation. That's the reason why things slow down. Things are slowing down because we have not been looking for new people to talk to. We've not been making what we like to say net new calls. Net new just means, you know, minus the old people that we've been talking to, fresh blood has a problem.

And I explained to them that look, me and your guys, we already had a conversation. That's the reason why now we're giving you this simple target that every day 10 net new calls 10 only 10 really 10 new calls every day a brand new you didn't talk to these people before you're talking to them today just 10 Now some of you might say 10 Ah man that's hard. Well, yes, it might be hard if you are responsible for looking for leads in your business, but Rudolph LC and show they're in a good position because the company provides leads for them.

In other words, while I've been trying to tell them, our people in our situation that look. Sales is hard. But your situation actually, you know, is a lot easier than most people because I told them, like, for me, my own consulting business, excuse me, I am the one who's responsible for looking for customers. So if I have a goal to talk to 10 brand new people today, it means I myself have to look for 10 brand new people.

So if you look at it that sense, OK, yeah, maybe it's a little hard. But The thing is when you are a salesperson in a business that they feed you deals because this company has run some advertising and then they have paid for business Expos. You attend business Expos, you get some leads. So if you're a sales person and you work for that kind of organization, I know you think your life is hard, but let me be frank with you.

Actually, you have the easiest job battle sales professionals because you only just wake up every day and call because the brand new fresh blood, new people you should be talking to, somebody else is really passing it to you. All you have to do to be frank is wake up in the morning, bath, brush your teeth, drop the children in school. If you work in the office, go to the office. If your company says work from home, go back home.

Turn off the TV, no distractions. Open your e-mail, all the leads that your guys been sending to you, just begin the call. It's that simple. The part about brushing and you know, brush your teeth and then bath. You know, I don't know why, but somehow you know, when you have a bath and you know you, you smell fresh and you're right, somehow it makes the job easier, as in trying to do cold calls in sweaty boxers and sweaty armpits.

And it's not it's not a good vibe when we different strokes for different folks. I know some people who have no problem, like just wake up, just do rub and shine. Your mouth is still smelling, but you pick up the phone and then you call. And some people who run business that way. It's OK, whatever works for you. But I'll recommend that when you wake up, bath brush, you know, look sweet even though you're not going anywhere.

Then start calling. Now this is part of the math that I told Rudolph, Shawn and Elsie and part of the math that I want to share with you guys because really it's a numbers game with most industries. Average person will close 2%. That means average salesperson. Some people say bad salesperson. I don't want to say bad, so let me just say average. Average salesperson should close 2 out of 100. If you are calling 10 net new people every day, that means you are talking to 50 a week.

If you're talking to 50 a week, that means you are talking to 200 at the end of the month. Now a bad salesperson or an average salesperson is closing 2 out of 100. So in other words, assuming you have never taken any kind of sales training in your life, if you're doing 200 a month, at the end of the sales cycle you should be closing for deals. Hope you guys can see how simple the math is. So you're an average person, You've never taken sales training, you don't know any tips, you don't know any tricks.

You're just counting on vibes and inshallah, if you call 200 people at the end of your sales cycle, you should be closing for and I told them it's that simple. So that is the focus. Now for those of you who have to look for deals for yourself, no problem. We'll talk about that in separate episodes. But for those of you that yoga has already run Instagram ad, your Madam has paid for leads from Google, or the associates have registered the business for a business Expo and all you have to do is just show up at the booth.

Look, it's just a numbers game. If you can do 10 net new calls every single day, you will be all right if you do 10 net new calls every day. And this is where I struggle with people because see, The thing is, it doesn't have to be my own material because I'm not everybody's cup of tea. And I know that I don't blend with everybody. I don't jive with everybody. But I keep telling people, look for something that works for you.

You don't like the sound of my voice? No problem. There are lots of things available on the Internet, podcasts, YouTube. Look for somebody you like and then start to listen. So if you attend the training that yoga and Madam are organising for you, you're doing your 10 net new calls every day and you have this other thing that you're listening to every day while you're stuck in traffic because they are in, they're in Lagos, LC Rudolph and shown they're based in Lagos.

So while you're stuck in traffic every day, you're listening to this sales podcast, you're listening to this sales book, you're listening to this marketing book, you're doing that kind of self improvement every single day. That is how you go from closing 2 out of 200 to 4 out of 200 to 12. And before you know it, one day you might be closing 50 out of 200 or 80 or who knows, you might even be closing half, closing 100 out of 200.

You know, the goal is always to increase in our conversions. Now this one thing that people don't realize, whenever you increase your conversions small, the output on the other end actually is quite big. This how I explained it back my wedding photography days. If you get a wedding photography client back, then you finish doing everything. You pay for the book, you pay all the second shooter, you pay everybody that worked on the project.

You're able to put like 200K in your pocket. That's just from one deal. If you get 2 a month or more, that's life changing. At least back then. Because two a month means that by the time you're done with the two weddings, you now have 400 in your pocket. But meanwhile, your conversions just went up small. Maybe you talk to 20 people every month. You close one, you go to closing two people out of 20. In mathematics, it looks like a small lobby.

The difference between 1 out of 20 and 2 out of 20? A small lobby, but the effect on your pocket is big. If you have a fake salary, the effect within the organization will be big because yoga will see you and I'll be like no, this guy or no this big. This is a star asset on the team. They rate you different, they treat you different and it leads to more opportunities within the organization. So trust me if you go from closing 4.

Out of 200 to closing 5 or 6 out of 200, it looks like it's small. The impact in your pocket will be big or the impact within your organization will be big. So excuse me. So that was the first thing that we discussed, your daily target 10 net new calls and then we're only going to count people who pick up the phone. You dial somebody, they didn't answer, you send text message. That is not net new conversation. Those people now go into lead management or contact management.

These people did not answer. So I have to try again. But that's not ten net new conversations. So that's the first thing that I want you guys to learn that we spoke about with the sales team. So it's the same for your business too. Just know we can't wake up every day. I'll be handling the easy phone calls which is account maintenance or the urgent phone calls which is customer service. We need to be proactive and what I recommended to them was this.

Just block out nine to 12 every day. 9 to 12 is 3 hours. 3 hours to do 10 net new conversations. Especially when people are giving you leads. It is doable and will make your life a lot easier. But yes, it is harder because I can't. Maintenance conversations are sweet because the customer is our customer. They are our friends. It will be a sweet convo any time an old client calls me. We just want to catch up. They're just in Abuja.

Let's let's see, you know, let's go and have coffee, you know, let's, let's hang out. Those conversations are very, very sweet but they don't always lead to new business. And they let me know if I stress it. So next thing now is Shane was a new member of the team and so he's been facing some objections. Now, an objection is any reason that somebody gives for not wanting to continue the conversation, for not wanting to buy, for not wanting to explore the agenda, for not wanting to take the meeting, for not wanting to take the next step,

for not wanting to whatever, whatever. It is that they tell. You, that is an objection. So Cheryl has been facing two of these objections #1 Cheryl was saying that people will say I'm busy, call me back. And then another one is that people ask for price on the first call. They say, look young man, I am busy, will you stop wasting my time? How much is this solar panel? So those are the objections that he has been having, that people don't want to get involved in the conversation, they don't want to answer question, it's alright, that's not a problem.

In fact, I told him it is quite normal. No matter where you are in the world. It is normal in America, in the UK, Nigeria. People just want to know how much is this thing, this land you're selling, how much this TV you're selling, how much this solar panel, how much this phone, how much. So it's a normal thing. We have to be prepared for it since it's normal. In other words, we need to think of these things and get the appropriate response or how we're going to deal with it before the thing happens.

If you're a salesperson waiting until you have jammed the thing to try and figure out the problem, it's not very good because this is what happens. You know, you stammer, you start to talk off point, you start to talk round around and you're making the situation worse. Somebody has already told you, young man, I'm busy. Give me the quote and then you're talking from here to there's not really making sense. You're making things worse.

So let's try and figure out how to deal with these things before it happens. I'm busy. Call me back. You'll meet other sales trainers who will give you tactics to keep people on the phone so that they can talk some more. If that's your style, go ahead and do that. It's all right. But I don't teach that. This is what I teach. I teach that we lean into the objections. So if somebody says I'm busy leaning, so yeah, I understand.

I appreciate that you're quite busy. That's not a problem. I'll call you back. We have leaned in, we have agreed. Let the person calm down first. Let them see that, you know, recognize that they're a reasonable human being. Then the next step is you propose a time or you ask them to propose a time. It's that simple. Now, Sharon. Sorry, Sharon. Excuse me. Sharon was not comfortable with proposing a time because he thinks that that will be too aggressive.

Actually, it's not, but we'll talk about that in another podcast episode. So I said OK, in that case, if you think that that's too aggressive, then what you do is you just let them propose the time. So, young man, I'm busy. Call me back. Oh, that's not a problem, Sir. I can appreciate that. You're very busy and I'll call you back. When would you like me to call you back? Well, that's it. It's as simple as that. They propose a time, you try and narrow it down so you know when they hit four and then you'll be fine.

Person says call me like that kind. Wednesday. Thursday. So OK, no problem, Sir. But are you a morning kind of person or is it afternoon? I'll be evening. Well, OK. Like around that kind of evening time. OK, Sir. So if I call you anytime after three, that's OK? Yeah, it's fine. It's fine. It's fine. And then they caught the call. No problem. You now know that you can call Wednesday or Thursday. I now know they can call after 3:00 PM.

And when you call greeting, appropriate greeting intention. I was the young man who called you on Monday regarding the solar panel advertisement that you responded to, blah, blah, blah. You asked for me to call you back that this would be a much more, this would be a better time to talk and you know, so, so that's why I'm calling you back. So you take it from there. But by the way, it also is not a problem. I know some of you think is aggressive.

It's not a problem to say, oh, Sir, I understand. I appreciate that. You're very busy. That's no problem. Sure, I can call you back. I'm available for tomorrow between 8:00 to 11:00. Does that work for you, Sir? You can say that respectfully and it's not a problem. But for those of you who think it's too aggressive, no problem. You don't have to try that. So you ask them when they're going to be available, and that's how you deal with I'm busy, call me back.

By the way, if somebody at this stage is really, you know, pussyfooting over the whole issue, it's possible that they're not really interested. But at least now, you know, rather than somebody says I'm busy, call me back. I say, OK, so I'll call you back then. You caught the call. I mean, that's the worst thing you can do. You'll just be following up for following up sake in perpetuity. Then this whole thing of people asking for a price on the first call is normal.

And I told Sharon that look is normal. Everybody goes to read. As a baby lawyer, I used to face it in wedding photography. I used to face it in export. I used to face it in consulting. I still face it. You have become a politician tomorrow, OK? No politicians do we discuss price well. Well, any politicians discuss money too. So even as a politician, I will still face it. So this is what you do, or this is one of the strategies, one of the tactics, rather that I told you.

So first of all, you lean in. People need to know that they're being reasonable. You lean in and you acknowledge. Then you give them a range. You throw out some figures, but then you need to ask for permission to ask them questions so you can give an accurate quote. So back in the export days when somebody would call and say how much for 20 tonnes of charcoal and looks like they're insisting, the approach is simple. Oh Sir, I would love to give you a quote right now for 20 tonnes of charcoal, always looking for new customers.

However, I can't do that now because there are lots of factors that are going through this thing. I need to know a couple of things like which port is closest to you, the quality of the charcoal that you need, whether you want expedited delivery and what trading terms you prefer, whether you want it to be free on board or whether you want it to be cost insurance and freight. So So before I give you the quote, I really have to ask you a couple of questions so I can give you an exact quote.

So the one I quote for you 2 tons of charcoal, 20 tons of sesame, 50 tons of sheer butter. You know, the the price would be, it's a price you can rely on. So are you OK with me asking a couple of questions? The person says, oh, no, I'm busy. What did I say? So that's no problem. I appreciate that you're busy, Sir. I can call you back. I'm available tomorrow between 10:00 and 12:00. What time works for you or you go the shown route?

Oh, that's not a problem, Sir. I appreciate that. You're very busy. So when would you like me to call you back, Sir? Is that simple? So that's one way of getting around this whole price thing, leaning acknowledge where you can give a range. So for wedding photography, for import and export is hard to give a range because it's too wide. You can't really give a range because the cost of sending 20 tonnes of share butter to Cyprus will depend on where is Cyprus and or sending it to America will depend on where they are in America.

And then on what trading terms. So the costs FoB, sorry, FoB, yeah, free on board will be different from CIF cost insurance and freight. And you know, of course, there are other trading terms, but for my brother and I, when we're still in our business, those are the true trading terms that we dealt with the most. So for ones that you can give a range, like in wedding photography, for instance, I would always give a range.

I'll say, oh, Sir, it can cost anything between X&Y, depending on what it is that you need. Either way, I have to ask you a couple of questions. Now. There was one man, and I told you about this who was really, really insistent that, look, young man, I am busy. Can you just give me a price, please? And I told him, Sir, I would really love to give you a price, but The thing is, I can't give you a reliable quote. Now. I do not know where this wedding is going to be.

I do not know what kind of venue. I don't know the size of the team that I need to put together. I don't even know the kind of book you want. Do you want a normal size, a small size, or do you want the grandest size possible? I don't even know if you want 3 or 4 books. You know, one for the couple, one for you, one for Madam and maybe one for the in laws. Do you want frames? I have no idea. So Sir, really we need to have a conversation.

I'll get all these details and I'll give you 1 quote and one is 1. All the information that you need is there. So Sir, if you're busy now, is it OK for us to set up a time where we can talk and get this handled And again, calm down. And that is what we did. By the way, I didn't get the deal. It's nice if you follow all this approach, you will get the deal every time. But I hope you guys are seeing how this thing works.

Then I was able to give you a range. And so it's the same thing with solar panels and that's what I told shown with solar systems. So, Sir, I would love to give you a quote, but to be honest, our systems could cost anything between 20 million and 5 million. And it depends on a number of factors, where you are, where you live, how big is your house, what are you trying to power? Do you have generator or not? Do you know whatever it is that are the important factors that you have to ask as a solar sales person.

But that's what I tell the person, Assad, this thing can cost anything between 20 million to 5 million, depending on where you live, the size of the house, what you're trying to power and things like that. So, Sir, I really need to ask you a question before I can give you a quote that will be accurate for you that you can rely on. So can I ask you a couple of questions, Sir? Can I ask you a couple of questions, Ma? That's the approach now.

Sure. Didn't seem to OK with that. And I understand because some of you might think my way is too forceful. I get it, but The thing is, don't use my exact words, but look at the philosophy. You acknowledge that this person needs a price and it's a reasonable request. You let the person know. This is the reason why I can't give you this price because of these unforeseen factors. Can you help me answer a couple of questions and I'll be able to give you all the information that you need.

It's that simple. So I now told him about how my former business partner Shegu used to handle the video aspect, how Shegu used to handle it. Shegu say something like, ah, mommy, I can't come and tell you that is is 10 million and at the end of the day is now 15 because now one is me. They'll so far also mommy, I can't tell you that it is 10. Then meanwhile at the end of the day is only like 3. We need. So mommy, to be honest, let me just come to the office.

Let's discuss. Let me understand the parameters of this documentary that you want us to shoot. Then I'll be able to give you an exact quote that you can rely on. And so mommy, when are you free? Then we come to the office. So that's how she needs to solve it. But you can see that the principle is the same. So that's how you handle. I'm busy, call me back. And that's also how you handle people who insist on getting a price on the first call.

By the way, there are other sales trainers, other business development coaches, other people in this space. And like I said, you don't like the way I sound, You don't like what I say. You think I'm too formal. Go and search. There are plenty. Find the person that you like. And then every day when you're stuck in traffic, listen or while you're driving, connect on Bluetooth speakers in your car and then listen. For those of you who are married, you know, if your spouse is in the car, don't do that.

It'll be awkward, you know, talk to your spouse, but eventually you'll have some free driving time. And then listen. The more you listen to these things, the more you internalize it, the more effective you'll become. And the more remember we said in the beginning, your closing will start to improve. You start going from 4 out of 200 to closing 6 out of 200 to closing 20 to closing 25 to closing 50. And as you do that, the quality of your life will start to improve.

Then we also discussed lead management systems or contact management systems or customer relationship management tools or whatever it is that you want to call it. But either way, there has to be something that we're using to track. How many calls did I call today? The people that I spoke to, who am I supposed to call back? When am I supposed to call them back? Am I supposed to send a message? Are they waiting for an e-mail?

Are they waiting for a proposal? We need to find some tool of doing this. So Sharon was talking about how he forgets, and I told him that look, man, you will forget Standard as a baby lawyer, It happens to all of us. You go during the week, you speak to your guy, we'll send you to some people's houses, speak to three or four people, but they didn't write anything down. And then you wake up on Friday and then your guy says establishment come into the office.

We say yes. Sir, I said sit down, you sit down and now says OK, so for Madam, Madam or getting based case, where are we? What are we supposed to do? You know, as I say, Sir, Sir, of course you will forget because you didn't write it down. So please, look, it's, I know it's boring as hell, but see, I don't know how else to explain it. You, you didn't write it down, you will forget. Things will fall through the cracks always.

So what you do is immediately after the interaction, you make your notes and you schedule your things immediately after. So back in the days of baby lawyer, once you're leaving my Madam or getting this office and you enter inside the car, you wind out the window, you bring out your office diary. You know, you write it down meeting Milan or getting big office 12:00 PM discussion issue 1234 resolution way forward doing this dot dot dot dot next court date this this you write everything down in your diary.

Then when you get back to the office, sorry lawyers, I'm not sure how people run things nowadays, but because what I'm saying is really not too old, but it's not as if, well, yeah, people have computers and laptops, but you know, it's not as if this technology was that common. I mean, when I got my first mobile phone, I think I was already in like year 4 or so. I was already quarter to graduate. So where was I? I can't remember.

So when you get back to the main office, now you don't take all those details and then you now put them in the master diary of the firm so that the head of chambers, you know, can see all this information. So that way when you organ now says on Friday morning, Tavi Schema, where are you? I'm here, Sir. Come and sit down and say yes, Sir, Mrs. Ogden, where are we? You just open your diary and say OK Sir, one moment and then you flip.

So we met Mrs. Ogden beyond so, so, so and so. And this is what we discussed. She wants us to do this was I'm on professional opinion. I think that that that that. What do you think, Sir? He will talk his own. So OK, Sir. What we agreed next is this is the next thing was supposed to do so getting based supposed to give us this or we were supposed to do this or miss forgetting we see fruitful conversation you now know.

Where you are. And what you're supposed to do next. So it's the same thing. As soon as you finish your conversation with somebody, they might be interested, they might not be interested. This is the amount of deep freezers they have. This is the amount of freeze they have this amount of this other entity on notes. Immediately I spoke to Mr. Opabolo. Opabolo wants to power 4 deep freezers because he runs a chicken cutting business from his residence.

Apart from that they have 4 ACS and they have two TV's and, and let's see what else. You know, you put everything down like that, but of course don't write it in grammar. So bullet bullet points. Mr. Bobolo, phone call, 3 PM, 12 deep freezers, 2 TV's, four AC, something, some, you know, next step, engineers, engineer site assessment, you put it there. They now schedule the reminder if Mr. Bobolo said. Somebody will be at home next week Friday.

Set the reminder now or else you will forget and Mr. Bubble or to forget and that is how deals fall through the cracks. Set the reminder now so that on Thursday your phone will ping and you will now see that oh meeting with Mr. Bubble or tomorrow you will now call Mr. Bubble or Mr. Bubble or is me the young man that called last week so you haven't forgot to know is tomorrow engineer is going to come. So oh, thank you for reminding me I forgot.

No problem. I'll tell our boss a day. Our boss a day will be around. And that's how you keep things moving. And that's why I explained to the sales team, some of you don't realize it, but is what happens when you don't have a lead management system. This is what happens. It's sad. What is what happens? You call somebody, you have the discussion. This thing is now top of mind. Mr. Bobolon now knows that, look, this solar thing is serious.

I have to get it done. And the budget might be anything between this and that. You forget to call, you will fall through the cracks. The next person that calls will not have a layup. The person will have a smooth ceiling because it is now top of mind for Mr. Bobolo. And that's how the next person who calls to close the deal, and it happens all the time. I suffered it plenty. I called the bride, we talked, we're all good.

Looks like everything is all good. And then I forget. By the time I call, I say, oh, we went. We so, so, so and so. And in my mind I'm thinking, what the hell? Like I thought we were friends. Like when you are ready, why didn't you just call me up? Let's get this thing done. What happens? I just laid it up for the next guy. The next person will come and walk in smooth and collect your deal. So we need these things, lead management system, contact management system, customer relationship management,

whatever it is. So if it is how I used to do it as a baby lawyer with office diary, use office diary and check your diary every day to know where you are, what you need to do next. If you don't want to do dairy, you don't want to do CRM tools, but you have Google Calendar. Then you have a Android phone and use your Android phone, write it, open Google Calendar, today's date and then put it there. Meeting Mr. Bobolo, 3:00 PM Turn the, you know, put all the details there.

You now schedule the reminder. When it's time for the next action, your phone will do zip, zip. You will see it and then you will get on the next thing and the deal will not fall through the cracks. So we'll talk about a whole bunch of stuff like Rudolph LC show. I'm sure you guys remember there's lots of things you spoke about. But if nothing else, these are the main the main things I want you to understand. Excuse me.

So yeah, everybody is frustrated. We want to make progress. We're not going to make progress unless we start focusing on lead, sorry, on revenue generating activities, activities that bring money. The ones that bring money is when we go and look for fresh blood to talk to. Olga is already paying for fresh blood to come into the company through Google advertisements and Facebook advertisements and Instagram advertisements.

All you have to do every day is just wake up, brush bath, drop the kids in school and then go to the office or come back home, turn off the TV, you know? So Gary, first eat custard, you know, do bread and egg or something, which I eat something. And then 9 to 12, you know, just just call. Except if mom, she calls you might be an emergency, you know, you answer mom, she and I say, oh, mommy, you know what, I'll get to that later.

And then you continue. You call. Then let's see what else? OK, sales objections. Don't wait until somebody objects. Figure some of these things out ahead of time. The way you do that is by listening to my podcast or going on YouTube and looking for other podcasters who you like the way they sound, you like the way they look, you like the way they behave. And you're trying to figure out how is it that they deal with these things.

And then you practice on your own or practice with someone so that when these things come up, you have a response. But I'm busy. Call me back. That one happens all the time. You need to have an answer. Somebody wants a price now, now, now, that one is normal. You should have an answer. Somebody says you're too expensive, that one is normal. You should have an answer for these things. You should have some basic responses ready or a basic philosophy.

I'll be a basic understanding about how you're going to deal with these situations. And then lead management or contact management, use something, post it, note, use it. Diary, use it. Google Calendar, use it. Apple Calendar, use it. CRM tool, use it. But we need it. If you're a Carpenter who is only doing two or three deals a month, OK, no problem, maybe you don't need it. But for anybody else, you sell solar, you need it.

You're a lawyer, you need it. You're a wedding photographer, you need it. You're a tailor, you need it. I mean, should I keep going? Whatever you do, you need it. Except for carpenters. Carpenter will be fine. OK, for a brick layer, you don't need it. But anybody else, you need something. So it's almost an hour. That's it. And that's all. Remember, if you'd love to connect with me, you can call SMS or WhatsApp me on 08064662140.

Thank you very much for your time and attention. I'll catch you next time. Same place in your headphones or in your speakers.